Whether you're looking to reduce CRE concentration risk, build a more diversified portfolio, or enhance your value to local businesses, this session will provide the insight, frameworks, and confidence to make C&I lending a core part of your strategy.
As commercial real estate concentrations continue to rise across community financial institution portfolios, they must begin strategically pivoting toward a more balanced and resilient approach — starting with commercial and industrial (C&I) lending. This advanced training session is designed to help lenders, analysts, and executives shift their mindset from collateral-heavy CRE deals to cash flow-based business lending. You’ll learn the key differences between C&I and CRE underwriting, how to assess borrower viability without relying on hard assets, and what it takes to build confidence across your institution to embrace C&I growth.The session will guide participants through practical strategies for identifying market expansion opportunities using regional economic data and business demographics. It will explore how to structure competitive and flexible loan packages that attract quality borrowers while balancing risk and profitability. Beyond origination, the webinar will cover advanced credit risk monitoring techniques, stress testing, and early warning indicators to strengthen portfolio performance. You'll discover how to build deeper, stickier business relationships through consultative lending and value-added services. The session will wrap up by showing you how to use data analytics and targeted marketing to drive outreach and position your institution as a trusted, long-term financial partner in your community.
Webinar Highlights
- A C&I mindset: understand how C&I lending differs from CRE lending and how you can shift your mindset to embracing it
- Market expansion strategies: learn how to identify and capitalize on new C&I lending opportunities by analyzing regional economic trends, business demographics, and industry-specific needs
- Competitive loan structuring: gain insight into designing flexible and attractive loan products that balance risk and return while meeting the evolving needs of local businesses
- Advanced risk assessment and monitoring: develop a proactive approach to underwriting, portfolio monitoring, and stress testing to enhance loan performance and mitigate credit risk
- Relationship building and client retention: discover techniques for fostering long-term business relationships through consultative lending, value-added services, and cross-selling opportunities
- Data-driven marketing and outreach: utilize financial and market data to craft targeted marketing strategies that attract high-quality borrowers and optimize portfolio growth
TAKE-AWAY TOOLKIT
- C&I lending checklist
- Detailed handout regarding C&I versus CRE lending
- Employee training log
- Interactive quiz
- PDF of slides and speaker’s contact info for follow-up questions
- Attendance certificate provided to self-report CE credits
WHO SHOULD ATTEND?
This informative session is designed for credit analysts, loan officers, senior lending officers, marketing professionals, and presidents.
NOTE: All materials are subject to copyright. Transmission, retransmission, or republishing of any webinar to other institutions or those not employed by your institution is prohibited. Print materials may be copied for eligible participants only.
MEET THE PRESENTER
Robert L. Viering, RiverPointUSA LLC
Bob Viering brings over 35 years of banking experience to RiverPointUSA, where he concentrates on management and board planning activities, such as strategic, capital, and succession planning, de novo bank formation, assisting with managing regulatory agreements, loan review, and credit process assessment. He has served as a bank director and was an independent member of a bank’s audit committee. Prior to becoming a consultant, Bob was a de novo bank organizer responsible for all regulatory filings, planning, recruiting, and also serving as CEO. He has been an advisor for other de novo bank formations. Earlier in his career, Bob held various management positions with large and regional banks, including market president and regional credit officer. In addition, he has managed deposit and loan operations groups and was a lender to local, regional, and international businesses. He has also served as a board member of state and national trade associations.
THREE REGISTRATION OPTIONS – WHAT YOU GET
1. LIVE WEBINAR 2. ON-DEMAND WEBINAR 3. BUNDLE & SAVE
- Unlimited live connections with shareable access within your institution
- Available to view on desktop, mobile & tablet devices
- Take-away toolkit
- Live Q&A session & the presenter's contact info for follow-up questions
- Access the webinar training from your User Portal
- Unlimited and shareable access to the recording within your institution, starting two business days after the live date
- Available to view 24/7 on desktop, mobile & tablet devices
- Take-away toolkit
- Ability to download the webinar video and toolkit items
- Presenter's contact info for follow-up questions
- Access the webinar training from your User Portal
- Save when you Bundle the Live + On-Demand Webinar Registration
- Includes all the items listed above
- Full registration descriptions can be found here
